“Think Different,” said the famous 1997 Apple advertisement. Excellent advice, obviously, to all creators, innovators, and entrepreneurs. But, along with thinking differently in order to come up with revolutionary new ideas or…

I've come to realize that this is a controversial statement for some people. Better implies that what we have right now is imperfect. Better requires change, and change is scary. Better might be in the eye of the beholder. Better is an assertion…

To optimize your sales force, you need to have a highly-motivated team bringing their 'A game' day in and day out. Often times, it's up to the sales managers to make sure their team maintains this positive and results-driven attitude on a daily…

Whatever is your most important outcome, do the work required until completion, or until you have made enough progress to reach a natural breaking point—and enough progress to stay on course. If you don't start with the most important…

As companies build out their sales organizations, I find that more and more are putting younger team members–millennials–in charge of connecting with buyers at earlier stages of the sales cycle. That helps explain why, as I train and…

It's long been known that drawing something helps a person remember it. A new study shows that drawing is superior to activities such as reading or writing because it forces the person to process information in multiple ways: visually…

Sales development is hard work. There are so many strategies, leaders, tools, best practices, and channels to use. There is a plethora of content proclaiming that “cold calling is dead” or that “social selling is for reps who…

According to Forbes, the world's 100 most valuable brands are worth a staggering $2.15 trillion. While that singular number is impressive, the publication's 2018 rankings of global brands can be further broken down in other ways that are also quite…